Turning conversations into sales opportunities

July 16 at 9:31pm
Hey Coaches, Mike Thompson tackled this topic in of his own team update mailers and I thought it was brilliant. I know all of you have come across this delima before so I think this can help you. I'm just going to copy and paste straight from Mike Thompson...


Turning conversations into Sales Opportunities

I heard from two coaches in the last two days that had similar issues, so I’ll offer everyone some tips.
How do you turn someones comment about noticing you’ve lost weight into an opportunity to help them?
What do you say when someone comments they can’t lose weight?



These both can be handled the same way.



Ever have someone say – “I have the hardest time losing weight.” If you haven’t, you will.

So what do you say when someone says that?



Here’s a few tips:
“Well, I’ve gotta tell ya, I’ve been doing a program from Beachbody called , and I’ve been getting great results! The workouts are fun and really work you! And the programs come with nutrition guides so it pretty much teaches you how to eat right. We even have a program called Shakeology which has a delicious meal replacement shake just packed with over 70 whole foods and comes with workouts too so you tone up as well. If you want, I could give you more information about it.”
“I bet if we took a look at your nutrition and your exercise routine, we could figure out how to get you losing weight and keep you healthy. I work with programs that are designed to bust plateaus and keep you getting in better shape.”
“Well, there’s no easy button. It’s pure Eating Right and Exercising regularly. But it sure is great when you can have fun doing it and can do it in your own home and not have to go to the gym. That’s what I do, and it’s working awesome!”
“I’m losing weight and getting to drink an awesome Chocolate Shake every day! I just drink my shake everyday for , eat my other meals too, and I do my workout every day right in my bedroom and it’s been working. I’d be glad to share with you what I’m doing.”
“If I could show you what I’ve been using to lose weight, AND show you how to money for keeping it off, would you be interested?”



All of this can be followed up by talking about what they want to accomplish fitness-wise and then “Great – let’s find a program that you like and get you signed up and get you going quick!”



What I do with EVERYONE!

I have a lady in my morning P90X class, that’s been complaining that a month into the program, she’s not getting the results she’s wanting, and she’s only trying to lose 10 pounds. Whenever someone is on a Beachbody program and tells me this, I go through a series of quick questions:
Are you doing the workouts every day?
Are you challenging yourself in the workouts? Meaning, are you sweating a lot?
Are you following the Nutrition guide?
Are you eating the right foods and the right number of calories?



Their answers will give you an idea of where to start.

I look at two main things – Nutrition and Workout intensity.



Nutrition

She said “I eat real healthy, that’s what I don’t understand.”

So - I asked her to send me her daily food intake broken up into meals and times for those meals.

Sure enough – she was eating like a bird, and eating a lot of wrong foods. Every meal had more carbs than protein and hardly any vegetables in her day. On top of that she ate a bowl of cereal and milk in the morning as well as for a snack before bed. In between snacks she ate Fiber One Bars. TONS OF SUGAR AND CARBS throughout the day.



Workout Intensity

I began watching her in the P90X class. She wasn’t breaking much of a sweat, nor was she getting her heart rate up in the cardio workouts.



So, I had to be honest with her. I had to tell her where she was lacking in her nutrition and where she was overdoing it, AND had to tell her to pick it up in the workouts. Of course P90X is not working for her – SHE’S NOT DOING THE PROGRAM.



Happy Coaching!



Mike Thompson

Independent Beachbody Diamond Coach